As part of our “Bring What You Bring – Women in Leadership” blog series, we’re celebrating several of our women in leadership to find out what they bring to the organization.
Meet Marisa Chua. She’s the Vice President, APJ Sales Operations.
What does a Vice President, APJ Sales Operations do?
Marisa’s Sales Operation role has broad scope and a deep impact on sales productivity, sales efficiency and performance. She highlights some of her responsibilities below.
“I lead the sales operations function, monitoring the effectiveness of sales efforts and ensuring they are aligned with the overall business objectives. My work involves assisting individuals in execution of their duties, ensuring constant improvement in their professional skills and preparing them for the next level in their career aspirations.
I partner with the senior leadership team in driving sales growth strategies, ensuring there is adoption at all levels in the organization. This includes balancing sales territories, customer segments, business planning, allocating quotas and positioning initiatives that further develop sales effectiveness and business growth.
I’m also very close to the execution of sales intelligence and data analysis that provide critical insights for the business on sales forecasting, sales effectiveness, and reporting of sales performance, to identify opportunities for growth. At the same time, I also drive the adoption and usage of sales automation solutions.
In my role I collaborate with cross-functional teams. With Marketing, we’re enhancing visibility of pipeline management. With the People team we determine effective performance in the sales organization. With Finance we execute financial analysis, reporting & sales forecasting, and with GIS we monitor and drive performance and functionality of our business systems.”
“Sales Operations is a group of specialists there to support and optimize the sales team. If our Sales reps are Formula One drivers, we’re the engineers and pit crew.”
Bring What You Bring
At CA, employees are encouraged to work with one another, and build on each other’s strengths to create richer results. This is the core philosophy of the ‘Bring What You Bring’ concept. The ethos of this concept is spread right across the organization and when speaking to Marisa about what she brings to CA, this is what she had to say:
“My biggest asset is my experience which in turn is made up of 3 main ingredients:
- Passion for the profession: My attitude has always been if I am going to do something, I should put every effort into it to succeed.
- Team player: I thrive in a team environment and fully believe a team that is communicating well will be the most productive and successful.
- Ability to work under time pressure: The ability to multitask and work across several projects at once, with regular deadlines throughout the year, is inherent in sales operations. Although there were very busy times and teething problems, I am usually calm and in control till the desirable outcome is achieved.”
Marisa has been frequently associated with a starfish, and she brings the following values to CA as well.
- Ability to reinvent
- Adapting to new environments
- Blaze a trail
She has the ability to take initiative and follow through, observe, analyze and make the most of opportunities around her, to make a difference.
One piece of advice for current or future Women Leaders
Marisa believes that women should always be curious and passionate about their work. They should also have the ability to help others to grow their careers professionally.
“I try and emulate a quote that is close to my heart.
’Leadership is about making others better as a result of your presence and making sure that this impact lasts in your absence.’
There are four principles that I hold dear to me:
- Stay curious and learn something new every week.
- Follow your passion. If you don’t love your job, you cannot be passionate about it.
- Help others rise as people are our biggest assets.
- Forward thinking is pivotal to organizations who undergo transformation.”
My female inspiration
Marisa mentions her biggest inspiration is Aung San Suu Kyi, Burmese politician, diplomat, author, and Nobel Peace Prize laureate.
“I draw inspiration from people who are genuinely fearless as they try to make the world a better place. People who are not necessarily in the limelight but who are committed to making a cause. My biggest female inspiration is Aung San Suu Kyi. I admire her refusal to let fear dictate her actions in a harsh environment and I love her definition of courage as ‘grace under pressure’. In addition, she has a British dimension about her. All of which I can relate to in my professional and personal life.”
Source – http://www.azquotes.com/author/8349-Aung_San_Suu_Kyi
Women in Leadership qualities
CA Technologies has a core of DNA that align with the company’s mission, to eliminate the barriers between ideas and business outcomes. Marisa has selected the most important DNA trait that she feels will make her a successful woman in leadership at CA Technologies.
Marisa mentions that at CA, all the DNA traits should run in our veins. She describes that ‘ARR’ is the key to being successful:
Agility allows you to move seamlessly through your career, finding ways to adapt to the issues at hand and pivot when necessary to avoid hitting road blocks.
Resilience allows you to tirelessly pursue your goal, despite the odds, in a way it is unstoppable as you keep going, keep fighting, to move forward.
Results oriented is the mindset of getting things done and it starts by defining the results you want to achieve and finding the people who are capable and motivated to achieve them.
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Marisa Chua – Vice President, APJ Sales Operations
Connect with Marisa on LinkedIn here